Description:
Key Responsibilities:
Sales Execution:
- Own the end-to-end sales cycle, including prospecting, qualification, solution mapping, proposal, negotiation, and closure.
Consultative Solution Selling:
- Understand customer pain points in finance, HR, IT, and operations.
- Position AI/automation solutions with clear ROI and TCO benefits.
- Conduct demos, workshops, and Proof of Value (PoV) engagements.
Pipeline Development & Management:
- Build, manage, and track sales pipeline for accurate forecasting.
- Engage with prospects via multiple channels (direct, partner, events, digital campaigns).
- Maintain pipeline hygiene through CRM best practices.
Stakeholder Engagement:
- Build trusted relationships with CXOs, Digital Transformation leaders, and process owners.
- Handle objections related to change management, compliance, or AI adoption.
Collaboration & Alignment:
- Work closely with pre-sales, product, delivery, and customer success teams.
- Partner with marketing on campaigns, messaging, and case studies.
- Collaborate with system integrators and consulting partners for co-sell opportunities.
Reporting & Market Intelligence:
- Track and report on KPIs: bookings, conversion ratios, deal size, and pipeline velocity.
- Share competitive insights and client feedback with product/strategy teams.
Qualifications & Requirements:
- Strong background in consultative selling and complex B2B deals.
- Proven track record of achieving and exceeding sales targets.
- Ability to communicate value-based selling and build ROI/TCO business cases.
- Excellent presentation and negotiation skills; experience with CxO-level engagement.
- Experience working with or through system integrators, resellers, or consulting partners.
- Familiarity with sales methodologies like MEDDPICC, BANT, or Challenger Sale.
Good to Have (Not Limited To):
- Exposure to AI/agentic automation products or intelligent process automation platforms.
- Understanding of enterprise workflows in Finance (AP/AR), HR, IT, or shared services.
- Global market exposure (North America, Europe, APAC).
- Thought leadership experience (webinars, industry forums, whitepapers)
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